Open Recruitment at OpenText

Responsibilities: 

• Responsible for creating and driving the sales pipeline.
• Maintain knowledge of competitors in account to strategically position the company's products and services more efficiently.
• Use specialty expertise to seek out new opportunities in the cyber security market and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
• Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.
• You may invest time working with and leveraging external partners along with the channel team to deliver sales numbers.

Education and Experience Required: 

• University or Bachelor's degree, or equivalent experience.
• Cyber Security certificates is a plus
• Demonstrated achievement in a similar sales environment, diversity of business customer, and higher-level customer interface.
• Extensive selling experience within industry and on similar products.
• Track record of successful product sales in the cyber security solution market.

Your Capabilities and Skills: 

• Understand the industry and market segment in which key accounts are situated and integrate this knowledge into consultative selling.
• Understand the role of Cyber Security within the area of specialization, and how our solutions differentiate Open text Cyber Security in the industry.
• Account planning and accurate account revenue forecasting skills.
• Collaborate with the management, channel team and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivate and maintain positive relationships with customers to ensure account retention & growth.
• Develop a comprehensive knowledge of products and service offerings as well as competitor's offerings.
• Leverage services offering as part of strategic product sales.

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You are great at: 

• Developing trusted relationships with our Product Salesforce to ensure Consulting involvement in sales opportunities.
• Driving the services business development activities, strategy, and approach within our business.
• Developing, presenting, and closing proposals for professional services, including RFP/RFP responses.
• Identifying, qualifying, and managing the pre-sales for consulting opportunities (working with existing customers, prospective customers, and internal Product Account Managers).
• Creating a pipeline of opportunities to generate bookings meeting quarterly budget expectations.
• Understanding and ensuring timely delivery and management of resource forecasting and opportunity forecasting using appropriate tools available.
• Managing, developing, creating and ensuring timely delivery of SOW’s, and required approvals, together with managing contract and invoicing status.
• Managing, Developing and creating  the production of project scoping and estimations within opportunities.
• Leading the commercial negotiation of services contracts with clients and external suppliers.
• Taking commercial responsibility for all service delivery projects and managing escalations.

What it takes: 

• University or University of Applied Sciences Degree combined with relevant IM/IT experience (10 years) or equivalent.
• Strong track record of selling Professional Services and directing the delivery of Professional Services to a wide variety of clients.
• At least two years prior experience closing and directing engagements totaling at least $2 million in annual fees.
• Experience in services account development across various industry sectors.
• Strong presence and confidence, exhibiting maturity, with at least 10 years of working experience.
• Solid work ethic with a focus on delivering results to timescales (on time and on budget).
• Project Management Professional Certification is an asset. 
• Expertise in complex business and technical processes and their implications across the enterprise. Knowledge of project management disciplines and processes.
• Ability to understand the Open Text product offering and how to associate such to client’s business requirements, together with an ability to assess the requirements and provide a ballpark figure for discussion purposes.
• Previous experience in planning and implementing large-scale projects.

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Solutions Consultants are expected to:

• Identify and assess customer business and technical requirements, and position solutions accordingly with consultative technical selling techniques.
• Should be able to engage with CXO's or the business owners .
• Provide technical solution and guidance to customers and collaborate with the field sales representatives to advise, position, and advocate appropriate customer solutions from ADM portfolio.
• Present and demonstrate the solutions highlighting their value to customer stakeholders at all levels.
• Plan and deliver PoCs.
• Believe in value selling and establish ROI for the proposed solutions in support of customer business goals.
• Support the planning and execution of marketing events such as customer forums
• Work closely with key partners to create or accelerate opportunities .

Knowledge and Skills Required:

• Hands-on level skills with relevant and related software technology domains.
• Should have Innovative mindset to setup and demonstrate unique use cases that address real world customer Issues.
• Possess a solid level of industry acumen; keeps current with trends and able to converse with clients on pertinent issues and challenges.

Product Experience

• Should have exposure on Test Automation & Performance Engineering and should know how associated technologies like machine Learning and AI can help customers.
• Should be familiar SDLC and able to sell the value of Application life cycle management.
• Should be familiar with open-source testing/technologies to establish the pro and cons for the same.
• Experience with ADM solutions preferred Customer-facing experience at the executive and technical contributor levels.
• Experience with Agile Development and CI/CD tools a plus
• Experience with Mobile Application Testing is a plus.
• Experience as a DevOps engineer or in a similar software engineering role is a plus.

Education and Experience Required:

• Track record of experience in technical consultative selling
• Technical and solution experience in Information Technology (IT) industry
• Appropriate solution or career certifications